The Clarity Problem
Many B2B service businesses deliver real value but struggle to explain it clearly in early conversations.
The result?
- • Prospects don’t immediately “get it”
- • Sales cycles stretch unnecessarily
- • Your message sounds similar to competitors
Your expertise isn't in question—but when clarity is missing, capability becomes the bottleneck.
What This Guide Helps You Do
Explain What Makes You Different
Move beyond generic claims to specific, believable differentiation.
Communicate Value in One Sentence
Condense your expertise into a confident, clear statement.
Shorten Sales Conversations
Reduce confusion and get to qualified discussions faster.
This isn’t about clever marketing. It’s about decision clarity.
The "Commodity Trap": Why Good Businesses Sound Generic
Most companies fail to stand out because they lead with the wrong information:
- • Listing Tasks: Describing what you do (deliverables) instead of the problem you solve.
- • Selling Tools: Focusing on your tech stack or software rather than your unique methodology.
- • Relying on Pedigree: Using credentials and "years of experience" as a substitute for a clear value proposition.
The 3-Part Framework Inside the Guide
1. The Problem
The specific challenge your customer recognizes immediately—not just a general category, but the real pain point that drives them to seek help.
2. Your Approach
How you solve the problem differently than alternatives by leading with your unique methodology or perspective.
3. The Outcome
The tangible result they will achieve—focusing on the specific change in their business, not just the services you deliver.
Turn Complexity Into Clarity
Once you define your 3 parts, combine them into a single, confident statement using this formula:
"We help [specific customer] solve [specific problem] by [unique approach], so they can [clear outcome]."
Example: Fractional CFO Services
"We help growing B2B companies gain financial clarity by acting as a decision-focused CFO, so leaders can scale confidently without cash surprises."
The Acid Test:
Can a prospect repeat this back to you after hearing it once? If yes, you’ve achieved clarity.
Download the Guide
If prospects struggle to understand your value quickly, this guide gives you a disciplined place to start.
Download Free GuideNo email required. Instant download.
Before You Move On
You just slowed down and looked honestly at how you explain your value. Most teams don’t. That alone puts you ahead.
This guide wasn’t meant to give you perfect messaging. It was meant to create clarity — so future decisions are intentional, not default.
Clarity often shows up before confidence does.
Learn more at TingomGroup.com
